≡ Menu

Mark Graham Marketing

Don’t Sell, Follow up

You Can’t Make Money without the Follow up

Have you ever heard the term, “The money is in the follow up?”

If you haven’t, take it to heart because without a good follow up, whether it is a system or actual sales calls being made, you will either not make any money or leave a ton of money on the table.

You can generate traffic like a fiend to the best sales funnel in the world, but if there is no follow up behind it then you might as well walk outside and throw your money in the wind because that is exactly what you are doing!

And the part of this that I really don’t understand is that following up with your prospects is not difficult at all.

This post is going to give you some pointers about how to follow up with your prospects, but more importantly, how to set your system up so that your follow up is an extremely simple process…especially for “big ticket” programs.

Systems do the Work

First of all, when it comes to “follow-up” with your prospects your sales funnel should already be fully engaged in that process.

Once someone puts their email address into the opt-in form you should have a battery of emails just waiting to be sent out to each and every one of your leads.

This is the start of the relationship building/follow-up process.

There are many different theories of how aggressive you should be with your emails and what your emails contain, but I like all of my emails to have a lot of high-value content.

You want to be seen as a leader, not some dude at his kitchen table pushing some seedy business opportunity.

You want to be an expert, an authority figure in your niche and crafting the right emails is part of that process.

The Thousand Pound Phone

At some point in time you are going to need to call your prospects. Sorry, but this is just how it is.

If you belong to an organization that does the calling for you then you are in luck, but it’s expensive.

Most of the time when a “coach” or a “mentor” is calling on your behalf, they are charging quite a bit of money…sometimes up to 40% or even 50% of your commissions.

In my opinion, if you set up your system correctly, by the time you get to they calling part you already know what your prospect wants, you already know if they want to get involved with your program and when.

It’s all about setting up some sort of “filter.” You can set up an application page like we do with the Elite Marketing Systems Group or some other contact page. The key here is to get as much information as possible BEFORE you actually make contact with your prospect.

With our form, you know exactly where the prospect is and it’s simply about guiding them through the sign-up process.

This doesn’t need to be hard and it makes that whole picking up the phone thing much easier.

And remember, when YOU do the calling, YOU get 100% of the commissions!

You are NOT Selling

So, like everyone else on the planet, you do not like to sell.

Much of the time this is because we, as human beings, do not like to be sold to. I know I don’t!

Selling or being sold to makes us feels anxious and nervous…we feel conflict and have been trained unconsciously to be very defensive when sales people approach us or call us.

Too much of the time, people think that you are in the business of “selling” because you are involved in a business opportunity and you are!

Yep, I said it, you are in the business of selling…or…persuading people that your opportunity is better than someone elses opportunity.

With that said, we don’t necessarily “sell” anymore.

What I mean by this is that nowadays you are more of an information broker…providing the information that people are seeking.

The trick then is to present your information and your products or services in a manner that is non invasive and non-threatening.

How do we do that?

Simple….we don’t mention it.

Be the Solution

OK, OK….don’t mention the opportunity, the benefits…just a big fat sack of nothing.

You are probably asking, “How in the world is that suppose to work?”

It’s not that we don’t ever mention the opportunity, hell your prospect is there looking at your opportunity via your sales page or a video…something and it’s not like they aren’t expecting a call from you, but here is where we need to change our focus from one of “trying to get someone into our business” to that of “service.”

When I say service, what I am really referring to is serving.

When we do take the time to call someone, someone that has already asked for us to call them, then it’s a matter of putting THEIR needs first.

Number one, we don’t even know for sure that our program will be a good fit. We may think that the opportunity will help them, but we must really take a look at what their problems or challenges are.

Once we find out what financial challenges our prospect has plus the resources that they have on hand and their willingness to learn and be coached can we then and only then start to design a strategy that will help them on to the next step.

We must come to our prospect with no agenda of our own other than to serve them and to help them overcome the burden of their challenges.

This requires us to start developing real relationships with people with a focus on helping them rather than selling to them.

Just a side note – If you don’t belong to an organization that allows for this type of thinking and this perspective then I would challenge you to leave what you are doing and join us!

The New Selling Methods

More than ever opportunities abound!

It is easier today and probably easier than ever to make a living as an entrepreneur, but we will need to move from the “old” way of thinking about sales and embrace this new paradigm that has been offered by many new sales trainers.

Selling today has really become a practice of guiding opportunity seekers through a clear path to finding the tools and resources they need to make things work for them.

This includes the business opportunity you are promoting and all of the tools such as sales systems, traffic generation methods and techniques as well as the support that people need to stay the course.

Today’s selling requires more communication and thoughtfulness.

You may also want to try that whole relationship development thing…remember, people join people, not businesses.

0 comments

Hey, just wanted to show you guys Day 2 of our boot camp.

If you want to get going, click on the image to the upper right or go to:

http://elitemarketingsystems.org

See you at the top!

0 comments

Latest and Greatest | Review in Progress

My Newest Review

Hey guys and gals!

I think  it’s already been since this last week, but I am starting up another review of a big ticket/top tier program.

This time I’m checking in on Michael Force’s Digital Altitude – Aspire.

I am starting from the ground up….

So…what have I heard so far about this particular program?

I’ve seen a few marketers promote this program and they all do very well and make compelling arguments for signing up.

First thing that caught my eye and that I really like? The $1, 14 day trial. I Love this!

Why?

Because this brings in people and now you have 14 days to market to them, which is awesome, but…

…it also is a fantastic opportunity to start the process of developing a relationship with your prospects.

I will keep you updated on all aspects of this program, but so far I have to say that this program looks like a winner. Very professional and it looks like there is quite a bit of valuable information here.

We shall see how it goes!

0 comments

My Final Review of the Big Profit System

Big Profit System Review at Day 64

OK…check out this image:

big profit system review

I really like that one! Too bad it won’t be used again.

Before I get going too much…you can check out my review at my YouTube channel here: https://youtu.be/GEetAKQ1pKo (make sure to subscribe!)

I’ve just wrapped up my latest review of the Big Profit System or BPS. While I can’t give this particular company a glowingly positive review, I will tell you this…

…I can make money with this program….anyone CAN make money with this program, but I did not base the criteria for my review of this system based on what I already know that I can do on my own.

As a matter of fact, the idea that I can do the selling of this program is precisely the problem.

I took on and developed my review of this program based on the idea that all of the sales, cold calling, and closings were done by a sales staff, aka: a sales coach.

What initially attracted me to this company was the idea that someone without any sales experience or desire to sell or someone with a fear of selling could join a big ticket/top tier program and have a good chance of finding success.

Hell, ANYONE can send targeted traffic to a website and in knowing this, I led myself to believe that BPS would be a good program. We all know that the money is in the follow up! Right?

Well, here are the problems that I found.

The Cons of the Big Profit System

1. I lost control of my leads

This was NOT something I was thinking about when I signed up with this program. It wasn’t until I had people in my sales funnel requesting a call back that I realized it might be a problem. There was absolutely no way of knowing whether or not the “success coach” was doing a good job or not…

…unless I called them, of course…which I did.

Over half of the leads that I called that had requested a call back either did not receive a call in the first place or did not receive a follow up call.

I did call my success coach to ask about this and was told that he called these folks and would leave messages when he did not get in contact with anyone, but “no one had returned his calls.”

Are you kidding me???

Hell no they aren’t going to return your calls, at least most of them will not. It’s the follow up and in some cases the persistent follow up that will help you achieve the results you are looking for.

People don’t have any idea who you are and they aren’t about to just start trusting you because you think they should.

Turning a lead into a good and solid prospect does not come overnight and I’m pretty sure that these “success” coaches know this.

Back to the topic of losing the control, I could have the best success coach in the world and I still wouldn’t have known that I did. by letting someone else take over this portion of my business, I didn’t know the status of any of the leads.

Interestingly enough, these folks that my coach had “left a message” with ALL took my phone call!

2. You aren’t developing a relationship with your prospects

How many times have you heard, people don’t join businesses, they join people.

OK, I get it, but if that’s the case, there is a serious problem here because you aren’t developing a relationship with your prospects. This also affects your ability to position yourself as the expert. I sort of overcame this because I would send emails to folks every week or so. Anything that would allow me to connect to my audience.

3. Accountability

As stated in #1 above, you don’t know what the sales force is doing.

When I started to suspect that there might be a problem with my sales “team,” I realized that I had no way to check on them, vent my frustrations and even suspicions. It was at this time that I realized how great a set up this program was for people that were doing the selling. They have X number of marketers driving traffic and what I would guess to be an unlimited and unending source of leads to call. It’s really about picking and choosing for these people and no one is there to ensure that they are operating with honesty and integrity.

4. 50% commissions

This last one drives me nuts!

You are expected to give up half of your commission to someone that is basically calling back a prospect that has already told them they are ready to get going. Really? You need skills as a salesperson for that?

Don’t get me wrong, I’m sure people are making money with this system and if that would have been my only criteria then I too could have made sells the same way I make them with other businesses, but I wanted to review and work this program based on what I was sold and what I was sold and told over and over, was that ALL I needed to do was send traffic to the Big Profit system program and the success coach would take it from there.

Hmmm….yeah, no.

Like I said, I’m sure people are making money from this program, but I am equally sure that they are making phone calls and doing things to connect with their prospects that you would normally do with any other system and while this is exactly what I would do as well, IF I HAVE TO DO THE SELLING AND FOLLOW UP THEN I AM NOT GOING TO SPLIT MY COMMISSION AT A RIDICULOUS 50%!

Bottom line?

Don’t sell me on the idea that I don’t have to do anything other than drive traffic to a sales funnel when the very idea of that seems to be nothing more than some hyped up b.s. to get more people interested in your less than average program.

Too bad, because I wanted this one to be the real deal.

 

0 comments

Review of the Big Profit System

Big Profit System – Big Ticket Program

Most of you know that I am currently marketing a program called the Big Profit System, which is a big ticket program meaning that it costs more than most, but delivers higher profits as well.

What is unique to the Big Profit System as compared with other big ticket programs like Business Success Alliance or TiDom?

The BPS program promotes the idea that it is more passive because You, the marketer, does not have to worry about selling the program or closing sales.

As a matter of fact, the company line touted is that all you have to do is send traffic to an already developed sales funnel and you will start seeing sales.

How is this possible?

The Big Profit System is considered a “hands off” program in that once a lead is in the sales funnel and going through the process, the BPS program has sales coaches that do all of the selling and closing for you.

This part can be good or bad depending on your sales person…something I didn’t really think about when signing up.

However, the program does have a contact page that your prospects will fill out to request a call back from a success coach. That part I like…I like that a lot and do that myself with other programs.

The real question….does it really work?

Day 42 With the Big Profit System

OK…

In the video I am at day 42. Still no sales, which is NOT an indication of a bad program, just that people have not made a purchase just yet.

I don’t think that I can stress this enough…many times it takes a bit of time to get the momentum you are looking for when you do not have a large name list.

For my Big Profit System review I did not use an existing name list, but decided I would use the system as if I was brand new to see if I could use the BPS resources to get the sales made.

Most likely people WILL start to get involved with this program between the 60 day and 90 day mark and as a general rule I do not make any final judgements until the program has run through a 90 day process.

With that said, I have a video that I posted on my YouTube channel and I will repost it here.

See you at the top!

0 comments